At the beginning of her presentation, the Tharp Systems salesperson said, "I know my company's bar code label printer is slightly more expensive than the other brands, but my brand is the only one designed to work with Microsoft Windows applications. This makes it easier for your employees to learn to use because it is similar in operation to other computer programs you already use at this supermarket." In this example, the salesperson is _____ an objection about the cost of the bar code printer.
A)revisiting
B)denying
C)predicting
D)forestalling
E)passing-up

Question

Quizplus · Accepted Answer

The salesperson is forestalling an objection by addressing the cost issue upfront and providing a justification for the higher price.

At the Beginning of Her Presentation, the Tharp Systems Salesperson